Accelerating Growth in Renewable Energy: From Local to Global

Accelerating Growth in Renewable Energy: From Local to Global

Challenge

A midsized, privately owned, manufacturer of renewable energy equipment headquartered in South Asia needed to diversity and expand upon a market-leading position in India and take the company global by quadrupling the country coverage (from 4 to 20 countries) in three years. The client’s internal efforts to expand sales channels had not been successful.

Identify Target Markets: DFI identified the set of priority countries by tracking countries where investments in the related renewable energy segment were on the rise, which had abundant natural resources, a suitable regulatory framework, an attractive energy market and investors looking for cost-effective solutions.

New Partner Qualification Process: Through the assessment and deep-dive process, DFI also established and disseminated processes and discipline for partner qualification, management and sales pursuit. These measures have significantly improved field capability in managing expanded demands and market network.

At the end of three years, DFI had exceeded its brief – channel partners were in place covering 24 export markets in Asia, Africa, Latin America and Central Europe. DFI also facilitated the opening of the client’s two international regional offices for improved partner oversight and access to key export markets.